Bain & Company recently said that service is ‘a key weapon in the intensifying battle for technical differentiation and commercial value proposition, which every industrial company is fighting.’ Service is clearly the new battleground.

The key to taking advantage of this ‘key weapon’ is operational excellence: executing on your promise to your customers and doing it in an efficient and pro table way. Bain has found that companies that operate the best service organizations see a 46 percent margin on their services. That’s almost 20 percent higher than what most industrial companies see on the sale of new equipment.

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